Einstein did a lot of things in his lifetime that we recognize as genius. Einstein’s incredible conviction to challenge leadership behaviors if they were not curious to experiment or innovate is what sales leaders need to accelerate competency development in. Continually being open to try new ways of working is Einstein like behavior. Einstein believed passionately that: Imagination is more important than knowledge.
Our life is frittered away by detail … simplify, simplify.’ ~Henry David Thoreau
The Value of Analytics use soars among Top Sales Teams.
Where there’s analytics use, there’s likely a winning sales organization. High-performing sales teams are 3.5x more likely than underperforming teams to use sales analytics. Across teams at all levels, we’ll see a 58% increase in sales analytics use from 2015 to 2016. Smart selling, fueled by technologies like predictive analytics, starts piquing sales teams’ interest and is expected to jump 77% among high performers in the next 12–18 months (SalesForce Report, 2015).
In many ways, sales forecasting has not really changed for centuries. Each sales person works a particular sales cycle based largely on their own intuition and experience.
While there have been advances in methodologies e.g solution selling and professional selling skills etc, the final judgement of whether a sale will occur has largely remain unchanged….the experiential judgement of the sales rep.
A 2012 Time-Warner Study on the media consumption habits of Digital Natives (millennials in their twenties who grew up with digital) showed that young people flipped between content across different devices on average 27 times per non-working hour. That’s roughly 13 times in 30 minutes. This is in contrast to
By Cindy Gordon
Part one of this three-part examined how big data has changed our approach to crafting business questions and the expectations of what information we’ll have access to when we make decisions.
Today analytics is moving rapidly into business operating processes and practices. The term being coined to describe this new field is machine-to-machine process intelligence, which at its core is predictive analytics.
Series 1: Brave ‘Now’ World Part
As humans, we have an insatiable appetite for deriving insights from data. With the intensification of big data and the promise of connecting the dots, our hunger for meaningful insights is greater than ever.
We rely on data for daily tasks without a second thought. We scour the web and mobile apps for movie recommendations, gift purchases, climate patterns, transportation foresight, healthcare, fraud detection, consumer behaviour, future sales outcomes, and even for the ideal romantic companion.